December 2018

The Best Event Sales Trick No One Is Talking About

the question is not whether to use events as part of your sales strategy, but rather how to do it most efficiently. The non-technical aspect of one effective strategy may surprise you.

Some Additional Thoughts....

In my work with sales executives from corporations large and small, I repeatedly see that team rewards are easily overlooked in favor of individual incentives. And while individual incentives are critical to the success of any sales organization, most companies are not fully invested in supporting the team environment

The race to bigness

In their new book “Blitzscaling,” Angel investor Chris Yeh and LinkedIn co-founder Reid Hoffman say the first-mover advantage is a myth. It’s all about being first to scale.

Top Performers - Jan-Feb 2019

Many managers continue to believe that good employees leave for higher-paying jobs despite numerous studies that have shown workers leave for more complicated reasons – often ones that are more psychological in nature, say Gary Chapman and Paul White in their book “The 5 Languages of Appreciation in the Workplace.”

Gift Cards - Jan-Feb 2019

The brands people love

College costs? There’s a gift card for that!

Talk about bumping up the perceived value of gift card! is a college savings gift registry that enables employers to contribute funds into a 529 college savings plan or help pay off student loans. The card is ideal for companies that recognize on a regular basis and will make numerous contributions.

Who’s using gift cards and how?

Suppliers of incentive gift cards tout their flexibility, the ease with which gift card programs can be administered, and their versatility in terms of use. Users of gift cards in business settings say they are right on all counts. That’s the takeaway from a recent survey of incentive gift card users by Sales & Marketing Management magazine.

Here’s what you need to know about incentive gift card use

Gift card use by businesses continues to experience tremendous growth. The Incentive Research Foundation (IRF) reports that gift cards are the most prevalent award type across all incentive and recognition audiences — employees, sales, consumers and channel partners.

When sales incentive programs create disincentives

Sales force compensation is the most widely used mechanism to control sales behavior. It is an effective tool for guiding the sales force when the targets are accurately matched to the company goals. However, whether variable incentives increase sales performance heavily depends on their complexity. Salespeople should not need a spreadsheet to calculate their earnings.

3 ways to keep your compensation plan simple

Mike Martin, a principal at management consulting firm ZS Associates, says every sales compensation design kickoff meeting he remembers participating in recently made “keep it simple” a top objective, yet nearly every plan ended up being more complex than any of the team members had originally hoped.


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